Course Objectives. Specialty Leasing Sales Cycle. Marketing Your Center s Specialty Leasing Opportunities. Amy J. Hall, CRX, CLS, SLD 5/19/2016

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1 Marketing Your Center s Specialty Leasing Opportunities Amy J. Hall, CRX, CLS, SLD Course Objectives Understand the sales cycle Examine proven methods of marketing your program Learn about technologies to promote your program Take away ideas about what you can add to your current promotional methods Specialty Leasing Sales Cycle How to begin: Research Prospect/Advertise Initial Contact Follow Up Information Gathering How to close: Show the space Gain approval/buy-in Present proposal Negotiate Close! 1

2 Prospecting/Canvassing Strategy Determine need Merchandising Plan Research Market Category specific retailers Ready, Set, Go Prospecting/Canvassing Tactical Approach In person Phone Electronic blast (Constant Contact, LoopNet) Social media Websites/Web search engines Mailers 2

3 Collateral Ad Pieces Branding and Design Concise messaging Integrate technology Event Driven Call To Action Placement On property Online On-Mall Signage Does it Work? GK Development, Inc. Survey from 2013 Black Friday ask more than 2,000 consumers across nine markets how they heard about a specific Black Friday event at the malls. 4% Facebook & E-Blasts 5% Radio 5% Television 5% Website 12% Newspaper 18% Other (Billboards, Bus Wraps, Magazines, Word of Mouth) 41% Mall Signage QR Codes Provide ability to direct prospect to specific leasing content, such as application or space available page Integrate mobile devices into leasing initiatives Ease of access to website 3

4 Look Down According to studies, floor graphics are one of the most effective forms of onsite advertising. Online/Social Media Company website Strong SEO Where do you rank in Google searches Relevant information Effective websites can play a role in canvassing Follow up with all leads that come through website Provides a glimpse/first impression of your company Local Leasing Portal gk.localleasing.info Ease of access to information about center and space available Customized Leasing Portal 4

5 Online/Social Media Facebook Follow Groups Home based business Vendor Booth Available Crafts for Sale Garage Sale Groups Look for those people constantly posting/with large followings Reach out to them Advertise your space to lease or income events Facebook Online/Social Media LinkedIn Connect with groups in the category you are seeking Determine who is the decision make and reach out Utilize contact s connections Highlight spaces for lease or desired concepts 5

6 Linked In Other Online/Social Media Twitter Craig s List Instagram Snap Chat YouTube Interesting Facts TWITTER 271 million monthly active users About 500 million Tweets are sent per day 78% of Twitter active users are on mobile devices 77% of accounts are outside the U.S. Twitter is available in over 35 different languages 6

7 Interesting Facts Cont. YOU TUBE More than 1 billion users visit YouTube each month Over 6 billion hours of video are watched each month on YouTube 100 hours of video are uploaded to YouTube every minute Millions of subscriptions happen each day YouTube is available on hundreds of millions of devices Interesting Facts Cont. FACEBOOK More than 1.6 Billion monthly active users Number of active monthly users in the US/Canada: 217M Avg number of friends for females: 166 Avg number of friends for males: % of users like and share their friend s content Interesting Facts Cont. LINKED IN LinkedIn is the world s largest professional network on the Internet with more than 300 million members worldwide More than half of LinkedIn members are currently located outside of the United States LinkedIn members include executives from every Fortune 500 company LinkedIn represents a valuable demographic for marketers with an affluent & influential membership 7

8 Build value/be a utility Create dialogue and engage Promote concepts /uses Create a sense of community Hold a contest Share opportunities Share success stories Best Practices Amy Jo Hall, SCLS, SLD Sr. Director, Local Leasing GK Development, Inc. 257 E. Main Street, Ste. 200 Barrington, IL amy@gkdevelopment.com gk.localleasing.com Follow Me on Course Evaluation Please Complete Your Evaluation Now. 1. Take Out Your Smartphone or Tablet 2. Go to survey.icsc.org/2016recon 3. Select this course: Marketing Your Center s Specialty Leasing Opportunities 8